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Island is seeking a Channel Sales Engineer to drive technical engagement and enablement across its partner ecosystem. The role bridges technical expertise and channel strategy, ensuring partners are equipped to position, sell, and support Island's enterprise security platform.
Key responsibilities include:
Partner and CAM Enablement: Support Channel Account Managers through joint partner engagement activities. Maintain regular communication on technical interactions, conduct quarterly follow-ups post-training, and lead account mapping and opportunity qualification efforts.
Technical Enablement and Support: Deliver monthly technical updates to partner SEs covering product releases, customer testimonials, engineering resources, and training opportunities. Conduct on-site and virtual enablement sessions including webinars, lunch-and-learns, and demo labs. Provide technical deep dives and demo environment support.
Formal Partner Enablement Process: Lead quarterly roadshows with structured formats including demo presentations, lunch-and-learn sessions, and on-site labs. Track partner attendance and participation. Prepare enablement materials and pre-work for certification classes.
Technical Resource Collaboration: Build technical relationships within partner organizations through one-on-one sessions. Coordinate with third-party vendors for joint demos, labs, and co-marketing events.
Competitive Intelligence: Research competitor products and replacement opportunities. Build integrated solutions with strategic technology partners. Track partner deal metrics including conversion rates, deal cycle times, and opportunity size. Participate in industry events to stay current on trends.
Required qualifications: 5+ years in technical pre-sales, partner enablement, or channel sales engineering. Strong understanding of SaaS, cybersecurity, and enterprise networking solutions. Excellent presentation and communication skills. Cross-functional collaboration experience. Ability to travel up to 50% for partner events and conferences.
Island is backed by Coatue Management, Insight Partners, and Sequoia Capital, and was recently recognized as #28 on the CNBC Disruptor 50 List and #1 in LinkedIn's Top Startups of 2025.
